How To Set Up Lead Scoring In Hubspot

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Efficient marketing automation involves lead scoring as a crucial factor. It enables the ability to arrange your leads in order of importance, taking into account their interactions with your content and their engagement with your brand. In this blog post, we will guide you on implementing lead scoring in HubSpot, a top inbound marketing, sales, and service software.

Step 1: Define Your Scoring Criteria

Before setting up your lead scoring system, you need to define your scoring criteria. This means identifying the characteristics and behaviors that indicate a high-quality lead. For example, if a visitor fills out a form on your website, you might assign a certain number of points. If a potential lead visits a crucial sales-oriented page, you might assign more points.

Step 2: Navigate to the Scoring Section

Once you have defined your scoring criteria, you can start setting up your lead scoring system in HubSpot. To do this, navigate to the scoring section by going to Contacts > Lists > New list > Score Properties.

Step 3: Set Up Scoring Rules

Now you can start to set up your scoring rules. Typically, this involves setting a condition and assigning a numerical score if that condition is met.

Here’s an example of how to set up a scoring rule:

// Step 1: Click 'Add new set'.
// Step 2: Choose 'Contact property' from the first dropdown menu.
// Step 3: Select the relevant property from the second dropdown menu.
// Step 4: Set the condition in the third dropdown menu.
// Step 5: Assign a score in the 'Increase score by' box.

Step 4: Save Your Scoring Model

Once you have set up all of your scoring rules, click Save. Your scoring model is now set up. It will automatically update the score of each lead based on their actions and behaviors.

Step 5: Analyze and Adjust

After your lead scoring model has been in place for a while, it’s important to analyze the results and make any necessary adjustments. If you’re not seeing the results you were hoping for, you may need to tweak your scoring criteria or the weight of certain actions.

To make these adjustments, simply navigate back to the scoring section and edit your scoring rules.


Setting up lead scoring in HubSpot is a fairly straightforward process, but it requires careful thought and ongoing optimization. By following the steps outlined in this guide, you can set up a lead scoring system that helps you prioritize your leads and focus your efforts on those with the highest potential for conversion.